Senior Enterprise Account Executive

Tekton Labs; Indianapolis (IN); On-site; USD 120,000 - 250,000; Full time

Job summary

Tekton Labs seeks an Enterprise Account Executive (EAE) with a Player-Coach mindset to lead commercial expansion across North America, targeting C-Level executives and new enterprise clients.

You will own full-cycle consultative sales ($100k - $1M+ TCV), refine GTM playbooks, and align outbound prospecting with channel partners to accelerate growth.

Qualifications

• 6+ Years in B2B consultative IT sales or equivalent enterprise software sales.
• Proven track record closing $100k–$500k+ TCV deals and achieving quotas.
• Self-generates at least 40% of active pipeline through outbound hunting, networking, and referrals.
• Deep understanding of Time & Materials, Agile, Staff Augmentation, and Managed Services contracts.
• Proficient with CRM platforms (HubSpot preferred) and sales intelligence tools.

Responsibilities

• Drive Full-Cycle Enterprise Sales (Hunting) across Mid-Market and Enterprise segments from discovery to close ($100k - $1M+ TCV).
• Own Revenue Quota and maintain 4x pipeline coverage.
• Consult with CTOs, CIOs, and VPs to map tech debt, migrations, and AI adoption to Tekton's solutions.
• Architect GTM strategies for North American markets and document ICPs and best practices.
• Orchestrate outbound prospecting with SSAs and SDRs; align messaging and campaigns.
• Expand partner ecosystems and manage channel sales with global partners.
• Lead complex contract negotiations (MSAs, SOWs) for T&M and Fixed Outcome engagements.
• Manage RFPs/RFIs and leverage AI-driven tools to accelerate funnel velocity.

Skills

Enterprise sales

C‑level sales

Outreach & prospecting

CRM proficiency

Bilingual English fluency (C1/C2)

Territory ownership

Tools

HubSpot

LinkedIn Sales Navigator

Apollo

Job description

At Tekton Labs, we are looking for a high-impact Enterprise Account Executive (EAE) with a "Player-Coach" mindset to lead commercial expansion and acquire new Enterprise clients across North America (USA & Canada). In this strategic role, you will act as a Trusted Advisor to C-Level executives, executing full-cycle consultative sales ($100k - $1M+ TCV) while refining our Go-To-Market strategy, aligning outbound SDR prospecting, and orchestrating channel partner ecosystems. If you possess a proven track record in technology B2B sales and aspire to exercise territory ownership with a path toward commercial leadership, this is your opportunity to drive transformation.

Timezone: EST / CST (aligning with USA & Canada markets)

Responsibilities:

• Drive Full-Cycle Enterprise Sales (Hunting): Lead discovery, technical-commercial diagnostics, and deal closure ($100k - $1M+ TCV) across Mid-Market and Enterprise segments.
• Own Revenue Quota: Secure 100% of assigned New Booked Revenue (NBR) targets while maintaining a healthy active pipeline coverage ratio of at least 4x.
• Consult with C-Level Executives: Engage CTOs, CIOs, and VPs of Engineering to map technical debt, legacy migration, and AI adoption challenges to Tekton's solutions portfolio.
• Architect Go-To-Market & Playbooks: Evolve GTM strategies for North American markets, optimize Ideal Customer Profiles (ICPs), and document best practices within the Sales Playbook.
• Orchestrate Outbound Prospecting: Align Strategic Solutions Advisors (SSAs) and SDR teams on target account selection, campaign messaging, and outbound execution.
• Expand Partner Ecosystems: Execute channel sales strategies with global cloud and technology partners to generate a predictable referral revenue stream.
• Structure & Negotiate Contracts: Lead complex legal and commercial negotiations (MSAs, SOWs) for Time & Materials and Fixed Outcome engagements while protecting margin profitability.
• Manage RFPs & RevOps: Lead responses to complex enterprise RFPs/RFIs, maintain pipeline discipline in HubSpot CRM, and leverage AI-driven sales tools to accelerate funnel velocity.

Must have:

• 6+ Years in B2B Consultative IT Sales: Proven experience selling custom software development, IT consulting, Staff Augmentation, or Managed IT Services.
• Enterprise Closing Track Record: Proven history as a Top Biller closing $100k to $500k+ TCV deals and consistently hitting or exceeding annual individual quotas.
• Outbound Pipeline Autogeneration: Demonstrated ability to self-generate at least 40% of active pipeline through direct outbound hunting, networking, and referral channels.
• IT Commercial Model Mastery: In-depth command of Time & Materials (T&M), Agile Squads, Staff Augmentation, and Managed Services contract models.
• Sales Tech & CRM Proficiency: Advanced proficiency with CRM platforms (HubSpot preferred) and modern sales intelligence tools (LinkedIn Sales Navigator, Apollo).
• Bilingual Fluency: Advanced C1/C2 verbal and written command of English, for executive-level communication.

Nice to have:

• Partner & Channel Sales Experience: Track record developing sales through global cloud providers, technology ecosystems, or fintech partners.
• Technical Domain Knowledge: Solid grasp of modern software delivery practices (Agile, DevOps, Cloud Architectures, Data, and AI fundamentals).
• Leadership Ambition: Prior experience launching new verticals, opening geographic territories, or mentoring SDRs with high potential to scale into a commercial leadership role.